The questions that need answering are:
- Compare and contrast MDF wit off-invoice deals. How are the objectives of the two different?
- does MDF offer a more effective trade promotion alternative to off-invoice? Why or why not?
- If Reynolds were to fully implement MDF, how should Rosser go about obtaining retailer support? Is retailer support even necessary?
- How should Rosser manage the transition of trade deal responsibility from the marketing department to the sales department?